Director of Enterprise Sales

Location: Remote Employment Type: Not explicitly stated (implied full-time) Experience Level: 10-15+ years in B2B SaaS, including 8+ years leading Enterprise sales teams

Job Description

We are hiring a Director of Enterprise sales to lead and scale our Enterprise segment, focused on complex, high value multi-million dollar deals within Fortune 500 and global organizations. This role is ideal for a hands-on sales leader who has a proven track record of owning a true enterprise motion - navigating long sales cycles and complex multi-threaded deals - and has consistently leveraged MEDDPICC and value selling methodologies to drive deal quality, forecasting accuracy, and disciplined pipeline management. You’ll be responsible for building a repeatable, data-driven sales engine across your globally dispersed team while executing long-term account strategies that drive revenue growth and deepen customer relationships.

What You’ll Do

• Drive team revenue and performance, own team quota attainment by driving pipeline generation, meeting volume, and deal execution.
• Support the globally distributed team’s pipeline generation efforts, including regular team PG days, managing outbound cadences, supporting marketing-driven ABM programs.
• Own and manage a strategic book of business, focusing on high-value Enterprise accounts.
• Drive rigorous account planning and deal inspection, leading regular deal reviews to drive engagement and advance pipeline.
• Manage quarterly forecasts and hold the team accountable to forecast accuracy and pipeline coverage ratios.
• Lead complex deal negotiations involving multiple technical stakeholders, procurement, and legal teams.
• Use MEDDPICC to de-risk deals, improve win rates, and drive accurate forecasting.
• Build strong executive relationships, acting as a trusted advisor to enterprise clients.
• Collaborate cross-functionally with Product, Customer Success, and Marketing to drive adoption and retention.
• Use detailed data and reporting to continuously review the health of business including pipeline metrics, opportunity aging reports, and deal qualification criteria.
• Present business cases and ROI models to justify investment in our solutions.
• Develop deep industry expertise to anticipate market trends and customer needs.
• Drive thought leadership by participating in key industry events and conferences.

What We’re Looking For

• 10-15+ years of experience in B2B SaaS, including 8+ years leading Enterprise sales teams in complex, multi-stakeholder sales environments.
• Proven track record of driving team quota attainment and accurately forecasting revenue in long, complex sales cycles.
• Deep MEDDPICC expertise with a hands-on approach to inspecting deals, managing risk, and improving win rates.
• Demonstrated ability to lead Enterprise sales motions - navigating large buying groups and driving deal progression.
• Strong command of pipeline and performance metrics, using data to manage the business, identify gaps and opportunities, and maintain forecast accuracy.
• Proven track record of hiring A-level talent, with the ability to rapidly ramp new hires to achieve pipeline generation metrics and revenue targets.
• Experience managing global accounts and large buying groups.
• Exceptional strategic thinking, problem-solving, and negotiation skills.
• Comfortable working with cross-functional teams to drive enterprise adoption.
• Background in cybersecurity, identity, analytics, or infrastructure SaaS is highly preferred.
• Role requires proficiency with macOS and comfort working fully remotely using tools such as Slack, Google Workspace, and Zoom.

Salary Information

The base salary range for this role is $175,000 - $210,000 + Variable. Salary ranges are set based on function, level, geographic location benchmarked against similar stage growth companies. Final offers depend on geographic location as well as candidate experience/expertise.

Remote Work Mention

The company is 100% remote globally dispersed. The role requires comfort working fully remotely using tools such as Slack, Google Workspace, Zoom. Fingerprint teammates need to be authorized to work from their home location; visa sponsorship is not provided.

Skills Mentioned (Explicit or Implicit)

• MEDDPICC methodology expertise
• Value selling methodologies
• Pipeline generation & management
• Forecasting accuracy
• Deal inspection & risk management
• Complex deal negotiation (technical stakeholders/procurement/legal)
• Strategic account planning
• Executive relationship building
• Cross-functional collaboration (Product/Customer Success/Marketing)
• Data-driven decision making & reporting (pipeline metrics/opportunity aging/deal qualification)
• Business case & ROI modeling
• Industry expertise development (cybersecurity/identity/analytics/infrastructure SaaS preferred)
• Talent hiring & ramping
• Strategic thinking & problem-solving
• Negotiation skills
• Proficiency with macOS
• Remote work tools: Slack, Google Workspace, Zoom